Channel Account Manager

Our MissionAt Palo Alto Networks® everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.Our Approach to WorkAt Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!Your CareerThe Palo Alto Networks Channel Account Manager (CAM) has the primary responsibility of working with a strategic set of solution provider partners in territory, who want to resell and service customers that want to engage specialized experts for their cybersecurity needs. The CAM will work with the partners to drive bookings and pipeline performance in the Commercial segment, mainly SMB and MM, as well as help the partners along a capabilities and engagement path of specialization. The CAM will utilize resources from the Distributors to augment Palo Alto Networks resources, such as pre-sales engineers, marketing support, and service offerings. The CAM will work on a team that is a liaison between the Palo Alto Networks Channel Business Manager (CBM) team and all of our Distributor Channel and Business Development teams. The CAM will be aligned with our SMB and MM sales organization.Your Impact

Manage, develop and maintain strong, successful relationships with the Ecosystem, our Distributors, Palo Alto Networks sales, technical and services teams, and key end-user customers for continued business growth

Educate and motivate partners to grow Palo Alto Networks share of business in their product and services category for SMB and Commercial MM

Help build a joint business territory plan, with real action plans and a regular cadence of business performance and relationship reviews and KPI targets around pipeline and bookings

Manage MDF funds for their solution provider partners for enablement and demand generation activities that drive Palo Alto Networks initiatives, such as new logos and pipeline generation in the SMB and Commercial MM segment

Handle (solve or escalate) all escalations related to day-to-day for the SMB and MM Sales teams with your focus group of solution provider partners

Maximize Focus Partner impact - Make Palo Alto Networks the CyberSecurity partner of choice

Measures of success for this position - creation of comprehensive GTM partner plan for SMB and Commercial MM, field demand generation activity execution for net new logos, partner-led pipeline creation, and bookings goal attainment

Your Experience

Channel or Distribution management experience, and/or sales experience collaborating closely with partners to drive growth

Program Management or BU Management or close work in channel programs projects

Understanding of channel operating models

Self-motivated, proactive communication around projects or anticipated escalations

Working knowledge and experience selling technology solutions

Skilled in developing business or territory plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)

Proven experience influencing partner/distributor actions

Strong presentation, public speaking skills

Proven ability to communicate effectively and professionally (verbal and written)

Strong time management and organizational skills

Professional IT Sales and business development experience

Consistent track record of leading complex sales and channel situations through negotiation and conflict resolution

Our CommitmentWe’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com .Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.All your information will be kept confidential according to EEO guidelines.The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $133,400/yr to $183,350/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (http://benefits.paloaltonetworks.com/) .